Why
do you want to sell your stuff? And, just who do you think is going to buy this
stuff you have been making?

Answer
number one! You promised your spouse that the new lathe was going to pay
for itself and he or she wants to know when.Answer
number two! All your friends have at least one of everything you have made
and they just know your stuff would sell.

Packaging
Yourself and Your Artwork

Creating
an image

Develop a distinctive
logo or name. Use it on everything. Continuity is very important.Business
cards are your first impression. It needs to have impact but keep it simple. Who
are you? What
do you do?How can
you be reached?Letterhead
& envelopesInvoices
& mailing labelsThank
you cardsPrice
tagsCare
instructionsBags
& boxes

Maintain
an up-to-date biography / resume

Where
your work can be seenRecent
showsPresentations,
workshops and seminarsCollectionsAwardsCalendar
of upcoming events

Expensive
to get intoSophisticated
buyers who know qualityMore
of a businesslike atmosphereMust
be able to fill order. Do not sell more than you can produceEstablish
terms with first time buyers. Ship first order CODLearn
lingo, ie keystone!

Gallery
/ Gift Shops

Visit
the shop if possible, meet owner / managerTalk
with other artists representedConsignment
or buy outrightCold
call vs appointmentRespect
their timeLearn
lingoCreate
point-of-purchase display to help salesTurned
down? Why? Get referrals for other shops or galleries in the same area where
your might fit in better with product mix or price line.

Stock
packing supplies or have someone else do itUPS,
FedEx, Postal Service, motor freightDepends
on size, weight and how fast it needs to arrive

Direct Studio
Sales

Usually a small
percentage of total volume  really depends on location and traffic you
might get through your spaceMust
spend more on advertising and promotionHang
a sign  identify yourself and your workPress
releasesOpen
houseSeparate
workspace from display & sales areaEstablish
regular hours of operationUse an
answering machine or voice mailBe prepared
for interruptions

Commissions

Get
it in writing

Prepare
a written proposalEstablish
timetableSign
a contractGet
a depositSubmit
progress reports

Get
photographs

Work
in progressFinished
installation

Getting Into
Shows

Create
a calendar of events

Directory
of showsShow
datesDeadline
for applicationsConsider
dates

Fall
and Christmas shows are usually bestMany
spring shows are also good

Consider
locationConsider
distance and time between showsAllow
enough time between shows to replenish stockConsider
other commitments

Applications
 You cant get in if you dont apply

SASE required
by many shows  Once involved, applications will start appearing regularly
 You will get on more and more lists.Follow
instructions

Quality
slides  label as directed and include one of boothEntry
fee  usually non-refundable  should be proportional to quality of showGet
application in on time  Do not wait until last minute!

Establish
separate checking accountSeparate
charge cards for business useEstablish
credit with suppliersEstablish Visa/MasterCard
merchant accounts  may also look at Discover & American ExpressGet a
business license Charge
& report sales taxKeep
track of expensesUse established
business proceduresGet help
if necessary  organizations like SCORE and SBA Contact
local arts councilInsurance
 American Crafts Council has special arrangements for artists

Public
Relations

Press
Release  your cheapest form of advertising

Who, what when
where and how  Use inverted triangle  most important information in the
first paragraph followed by background or support (filler)Include
black & white photo  remember newspapers are people oriented  send photo
of yourself working  not your workSent to
local media, trade publications and arts organizationsAllow plenty
of time  magazines are laid out up to four month prior to hitting the news
stands  newspapers require 3 to 4 weeks

Press kit

Additional
background on yourself in case someone wants to do an in-depth story  expanded
biography and more photos

Announcements

Postcards,
notes, flyers, brochures or even posters to announce upcoming show or event

Get published
 write articles for trade and other publications  AAW Journal is always
looking for material on new techniques, tools, equipment and materialsJury
local arts & crafts showsVolunteer
at local museum  curate exhibitionsApply
for local, state and national grantsMake
donations of artwork to charitable causes and other fund-raisersJoin
arts & crafts organizations  get involved

Once you have
added up all the costs, add a profit margin to come up with the actual selling
price. What you get is another matter all together. You end up charging whatever
the market will bear.

Consider these
factors

Cost of
running your woodturning businessIncome
you need to maintain your lifestylePrice
public is willing to pay for your artworkCompetitionGeneral
economy

Mark only retail
 You can always discuss discount with legitimate wholesale buyers.Never have
a sale or mark down items at showsIf you
have a retail show in an area where you have a retail shop or gallery handling,
let them know before. Get business cards from the dealer and let your customers
know that your work is available locally anytime. Always sell your work at
the same price as your dealer  Never undercut their prices.

Marketing
is not selling  It is the act of creating a demand for or interest in
you and your products and services.